The Digital Selling Handbook: Grow Your Sales by Engaging, Prospecting, and Converting Customers the Way They Buy Today

Introduction

It’s been almost 18 years since I had the privilege of publishing my first book, Think Like Your Customer (McGraw Hill 2005). It was truly the fulfillment of a lifelong dream! I didn’t know it at the time, but that experience would change my life forever. That book was eventually translated into nine languages, and as I’ve traveled the world speaking and training for nearly two decades, I have been constantly amazed by how many people say they have benefited from reading it.

Two years later, I published Selling Results! (McGraw Hill 2007), which expanded on the first book and provided an extensive set of sales tools for applying many of those original ideas. It became the foundation of our Sales Excellence® Core Methodology, which ...